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Developing a Personal Selling Philosophy
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add value Amgen APPLICATION EXERCISES approach areas become benefits Body Glove build buying decisions buying motives buying process Chapter client closing the sale communication style communication-style competition complex sales consultative selling create value Customer relationship management customer service customer strategy DaimlerChrysler Dale Carnegie Dana Davis describe develop discuss display dominance emotional intelligence Emotive employees ethical Extranet firms Herman Miller identify important influence Internet involved Lexus long-term major meeting negotiating offer partnership personal selling position potential prepared problem product or service product strategy professional prospect purchase questions relationship strategy retail role role-play sales call sales force sales manager sales presentation sales process sales proposal sales representative sales training salespeople salesperson says selling situations SimNet sociability solution specific Steelcase strategic alliance Stuart Atkins success tion Today tomer understanding